National Account Director - Emisar/OptumRx/UHC

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The National Account Director for Emisar/OptumRx/UHC develops and executes market access strategies to secure favorable formulary positions and product access for Bristol Myers Squibb portfolio. This role demands a deep understanding of the U.S. healthcare system and managed care dynamics to navigate complex relationships and negotiation processes.  This role focuses on building and maintaining strategic partnerships with Pharmacy Benefit Managers (PBMs), Group Purchasing Organizations (GPOs) and Payers to ensure optimal formulary access, coverage, and reimbursement for our product portfolio. The National Account Director is responsible for leading all related contract negotiations and managing relationships at the executive level.

Strategic account management:  Develop and execute comprehensive, multi-year account plans for Emisar/OptumRx/UHC to achieve market access goals. Relationship building:  Serve as the primary point of contact and build strong, high-level relationships with key PBM/GPO/Payer stakeholders, including C-suite executives, pharmacy directors, and formulary decision-makers. Contract negotiation:  Lead complex contract negotiations with internal and external stakeholders to secure optimal formulary placement, maximize gross-to-net revenue, and manage rebate performance. Value proposition communication:  Deliver clear and compelling clinical and economic value propositions to key account stakeholders, demonstrating how the company's products benefit their member populations. Cross-functional collaboration:  Work closely with internal teams, including other Market Access colleagues which includes Contracting, Pricing, Access Strategy, Legal, Sales and Medical Affairs, to align strategies and execute plans effectively. Market intelligence:  Continuously monitor the evolving PBM, GPO and managed care landscape, analyzing market trends, competitor activities, and policy changes that could impact market access. Performance monitoring:  Analyze contracted product performance, conduct quarterly business reviews with account partners, and report key metrics to senior management. Pull-through strategy:  Collaborate with field and national sales teams to ensure effective implementation and "pull-through" of access-driving strategies with affiliated accounts.  Artificial Intelligence (AI): Understand and incorporate AI in all aspects of the role to ensure timely dissemination of information and to streamline both internal and external capabilities.

Education:  A Bachelor's degree is required, while an MBA or advanced degree in a related field is often preferred.

A minimum of 10-15 years of experience in the pharmaceutical or biotech industry, with at least 5-10 years in a managed markets or national accounts role focused on PBMs. PBM/GPO/Payer relationships:  Extensive, established relationships and a proven track record of successfully negotiating with the major accounts. Market access knowledge:  In-depth understanding of the U.S.